卡耐基演講·說服聽眾的演講

一次，一群男女發(fā)現(xiàn)自己置身于風(fēng)暴的移動路徑上。其實，倒不是真正的風(fēng)暴，但多少可以這樣比喻了。清楚一點說，這風(fēng)暴是個名叫毛里斯·高柏萊的人。他們這樣描述：THERE WAS ONCE a small group of men and women who found themselves in the path of a hurricane. Not a real hurricane, but the next thing to it. In short, a hurricane of a man named Maurice Goldblatt. Here is how one of that group described it:

“我們圍坐在芝加哥一張午餐桌旁。我們早聽說這個人的大名，說他是個雷霆萬鈞的演講者。他起立講話時，人人都會目不轉(zhuǎn)睛地望著他。We were sitting around a luncheon table in Chicago. We knew this man was reputed to be a powerful speaker. We watched him intently as he stood up to speak.

“他安詳?shù)亻_始講話——是個整潔、文雅的中年人——他感謝我們的邀請。他說他想談一件嚴(yán)肅的事，如果打擾了我們，請我們原諒。He began quietly-a spruce, pleasant man of middle age-thanking us for inviting him. He wanted to talk about something serious, he said, and he hoped we would forgive him if he disturbed us.

“接著，他像龍卷風(fēng)一樣吹襲過來。他前傾著身子，雙眼牢牢地盯住我們。他并未提高聲音，但我卻似乎覺得它像一只銅鑼轟然爆裂。Then, like a whirlwind, he struck. He leaned forward and his eyes transfixed us. He didn't raise his voice, but it seemed to me that it crashed like a gong.

“‘往你四周瞧瞧，’他說，‘彼此瞧一瞧。你們知不知道，現(xiàn)在坐在這房間里的人，有多少將死于癌癥？55歲以上的人4人中就有1個。4人中就有1個！’Look around you. he said, "Look at one another. Do you know how many of you sitting now in this room are going to die of cancer? One in four of all of you who are over forty-five. One in four!"

“他停下，但他臉上散發(fā)著光輝?！@是平常但嚴(yán)酷的事實，不過不會長久這樣，’他說，‘我們可以想出辦法，尋求進步的癌癥治療方法，研究它們發(fā)生的原因?！疕e paused, and his face lightened. "That's a plain, harsh fact, but it needn't be for long," he said. "Something can be done about it. This something is progress in the treatment of cancer and in the search for its cause."

“他神情凝重地看著我們，眼光繞著桌子逐一移動。‘你們愿意協(xié)助努力吧？’He looked at us gravely, his gaze moving around the table. "Do you want to help toward this progress?" he asked.

“在我們的腦海中，這里除了‘愿意！’之外，還會有別的回答嗎？‘愿意！’我想。事后我發(fā)現(xiàn)別人跟我一樣。Could there have been an answer except "Yes!" in the minds of any of us then? "Yes!" I thought, and I found later that so did the others.

“一分鐘不到，毛里斯·高柏萊就贏得了我們的心。他已經(jīng)把我們每個人都拉進他的話題里，讓我們站在他那一邊，投入到了為人類謀求幸福的運動中。In less than a minute, Maurice Goldblatt had won us. He had drawn us personally into his subject. He had us on his side, in the campaign he was waging for a humanitarian cause.

“不論何時何地，獲得贊同是每個講演者的目標(biāo)。高柏萊先生有非常充足的理由要我們有這樣的反應(yīng)。他和他的兄弟拿桑，赤手空拳建起了一個連鎖性的百貨企業(yè)，年收入超過1億美元。歷經(jīng)了長年的艱辛之后，他們終于獲得了神話般的成功，不料拿桑卻在短短的時間里，因癌癥辭世。這之后，毛里斯特意安排，讓高柏萊基金會捐出第一個100萬，供芝加哥大學(xué)進行癌癥研究，并把自己的時間——他已從商場退休——致力于提醒大眾對抗癌工作的關(guān)切。Getting a favorable reaction is every speaker's objective any time, anywhere. As it happened, Mr. Goldblatt had a dramatically good reason for wanting to get one from us. He and his brother, Nathan, starting with little more than nothing, had built up a department store chain doing a business of more than $ 100,000,000 a year. Fabulous success had come to them after long, hard years, and then Nathan, ill only a short time, had died of cancer. After that, Maurice Goldblatt saw to it that the Goldblatt Foundation gave the first million dollars to the University of Chicago's cancer research program, and he gave his own time-retiring from business-to the work of interesting the public in the fight against cancer.

“這些事實加上高柏萊的個性，贏得了我們的心。真誠、關(guān)切、熱情——這是火一樣的熱烈的決心，讓他在幾分鐘的時間里，用他長年累月獻給這個偉大目標(biāo)的所有因素橫掃過我們，讓我們產(chǎn)生了同意講演者的感情，一種對他的友誼和甘心被關(guān)切、甘心被感動的意愿?！盩hese facts, together with Maurice Goldblatt's personality, won us. Sincerity, earnestness, enthusiasm-a blazing determination to give himself to us for a few minutes, just as he was giving himself year in and out to a great cause-all of these factors swept us up into a feeling of agreement with the speaker, a friendliness for him, a willingness to be interested and moved.